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ASSIST DEAN, GLOBAL SALES & TRAINING
Job Title: ASSIST DEAN, GLOBAL SALES & TRAINING
Job Code: 1819
Job Level: 17
Revised Date: 01/01/2008
Job Family: JF 28
The Assistant Dean Global Sales & Training is responsible for ensuring effective and efficient deployment of school wide selling activities. The individual in this role will take a customer-focused approach in supporting and aligning sales strategy across Fuqua. S/he will serve as a point of coordination between program and area strategic plans and market research. S/he will be directly involved in configuring a school- wide selling strategy, coordinate all selling activities to ensure consistency with strategic goals, monitor feedback, ensure that appropriate follow-up occurs and make adjustments in our selling strategy and activities as needed. This person will track progress and constantly focus on achieving school sales goals, i.e., registrations and applications to our degree and non-degree executive education programs. S/he will also work across program areas of the school to develop message training for the global and corporate sales teams as well as all customer-facing staff across programs and areas.
Manage activities of the global sales function: Coordinate all global sales activities; Establish targets and plans for global sales team members and monitor their progress against those goals; Establish feedback system between the global sales force team and other programs in the school; Establish closed loop system to ensure follow-up on all sales force leads; Work with programs and areas to understand key initiatives and opportunities in order to develop a consistent corporate pitch; Work with target company owners to develop a comprehensive campaign model which may include admissions, recruiting, Executive Education, faculty research and development opportunities; Assist corporate strategy team in developing marketing collateral materials and briefing books for corporate site visits and meetings; Serve as point of coordination between the corporate strategy team and the Director of Market Intelligence to develop and implement a process for gathering and reporting back on market data, both quantitative and anecdotal.
Develop comprehensive calendar of sales and admissions activities, including travel, conferences, admissions and yield events, alumni events, etc. Identity opportunities for efficiencies and consolidation; Work with both junior and senior staff to prepare appropriate marketing materials and deliver a consistent Fuqua message.
Lead message training for global/corporate sales teams, Admissions, Development and Alumni Relations, the Career Management Center and other internal customers: Develop annual internal training schedule and content outline in concert with faculty subject matter experts; training to include program and area updates as well as functional skills training and message training; Identify and maintain relationships with appropriate sales and training vendors for relevant modules, e.g., presentation skills training, communication skills in global environments; Develop and customize Fuqua-wide marketing collateral materials and templates to be used by sales and admissions staff.
Perform other related duties incidental to the work described herein.
The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.
Required Qualifications at this Level
Bachelors degree required, MBA or advanced degree preferred.
Minimum 10 years of sales experience (preferably in professional services) working with clients and developing business within a professional working environment. Significant experience in public speaking and presentations. Proven track record of successful sales initiatives. Experience in training a variety of staff levels in marketing message delivery and content. Experience working in a global environment, both in person and virtually, a plus.
Strong written and verbal communication skills; the ability to quickly develop relationships across teams and departments; ability to work within a team environment; strong organizational skills with proven project management expertise; Strong interpersonal skills and ability to work effectively with various constituents inside and outside of Fuqua; Some US travel required.
The intent of this job description is to provide a representative and level of the types of duties and responsibilities that will be required of positions given this title and shall not be construed as a declaration of the total of the specific duties and responsibilities of any particular position. Employees may be directed to perform job-related tasks other than those specifically presented in this description.
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Essential Physical Job Functions
Certain jobs at Duke University and Duke University Health System may include essential job functions that require specific physical and/or mental abilities. Additional information and provision for requests for reasonable accommodation will be provided by each hiring department.